© 2007, tsi incorporated 2009 tsi alliance program
TRANSCRIPT
© 2007, TSI Incorporated
2009 TSI Alliance Program
© 2007, TSI Incorporated
TAP Definition
• The TSI Alliance Program was established last year as TSI’s official channel partner program:– To clarify and simplify the manner in which TSI conducts
business with Channel Partners– To define an annual registration process ensuring TSI and
Channel Partner collaboration– To recognize and reward Channel Partners for their
customer focus and sales and marketing activities
© 2007, TSI Incorporated
TSI Alliance Program Strategy
• Communication & Collaboration– Provide clear guidelines regarding how to conduct business
with TSI– Proactively work with Channel Partners to develop and
implement growth programs
• Segmentation & Recognition– Recognize Channel Partner focus, capabilities and results– Compensate via discount or commission for sales & marketing
activities performed by Channel Partner
• Continuous Improvement– Continuously improve the program for the mutual benefit of
TSI and Channel Partners
© 2007, TSI Incorporated
TSI Alliance Program Elements
• Agreements: Define general terms between TSI and Channel Partner– Distributor agreement– Representative agreement
• Product Addendums: Define requirements for specific product segment access
• Access & Discount Schedules: Define Channel Partner discounts and commissions by product segment
• Price Lists: Define product list prices
© 2007, TSI Incorporated
What’s New in 2009
Program is still under development but the following changes are likely:– Improved document routing: Approve and route product
addendums electronically via e-mail.– Improved planning process: Enhance the document used
to plan and monitor goals and activities.– Improved distributor locator: New TSI website to have
enhanced distributor locator.– Co-op program: Make available marketing co-op funds for
top level distributors.– Rebate incentive program: Potential introduction of a growth
rebate incentive.
© 2007, TSI Incorporated
Implementation
• Program to be launched between October 15 and November 1
• TSI Regional Sales Managers to work with Channel Partners – Present program changes– Execute agreement(s) and addendums– Route documents
• Complete TAP registration process by December 31, 2008
© 2007, TSI Incorporated
Support Slides
© 2007, TSI Incorporated
Agreements
• Distributor agreement
• Representative agreement
• Agreement(s) must be signed and forwarded to TSI by December 31, 2007
© 2007, TSI Incorporated
Product Addendums
• Requirements defined for specific product segment discounts or commissions
• Channel Partner and RSM document: – Compliance with requirements– Primary trading area– Level 1 or Level 2 status
• All completed addendums must be forwarded to TSI for processing
© 2007, TSI Incorporated
Product Addendums
Addendum
Energy & Comfort
Critical Environments
Critical Environments – Fume Hood Monitors
Optical Particle Counters
TSI Ventilation Test, IAQ and Combustion
Airflow Ventilation Test and IAQ
Health & Safety
Respirator Fit Test
Personal Sampling Instruments
Industrial Hygiene Products
Flow Instruments Biomedical Test Instruments
General Purpose Flowmeters
Research & Analytic Particle Instruments
Fluid Mechanics
© 2007, TSI Incorporated
Access & Discount Schedules
• Define Channel Partner discounts and commissions for Level 1 and Level 2 status
• Product Codes are included in price lists as cross reference
• Schedules to be updated annually
© 2007, TSI Incorporated
Price Lists
• Define list price by product number
• All materials have been assigned a Product Code
• Product Codes and TAP Level 1/2 status define discount or commission
© 2007, TSI Incorporated
Price Lists
2008 Europe, Middle East and Africa Energy & ComfortCritical EnvironmentsCritical Environments – Fume Hood MonitorsOptical Particle CountersTSI Ventilation Test, IAQ and CombustionAirflow Ventilation Test and IAQ
2008 Europe, Middle East and Africa Flow InstrumentsBiomedical Test InstrumentsGeneral Purpose Flowmeters
2008 Europe, Middle East and Africa Health & SafetyRespirator Fit TestPersonal Sampling InstrumentsIndustrial Hygiene Products
2008 Europe, Middle East and Africa Research & AnalyticParticle InstrumentsFluid Mechanics